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Key Account Manager

4 weeks ago

Fatih, Istanbul, Turkey IQVIA LLC Full time

IQVIA is The Human Data Science Company, focused on using data and science to help healthcare clients find better solutions for their patients. Formed through the merger of IMS Health and Quintiles, IQVIA offers a broad range of solutions that harness advances in healthcare information, technology, analytics, and human ingenuity to drive healthcare forward.

The primary focus of this position is to engage proactively and appropriately with key customers to support and facilitate IQVIA's commercially focused business activities covering professional services, information, and data offerings. The post-holder will also need to work in a highly collaborative manner with the Sales Community, Business Partners, Service Line leads and the Commercial Technology Sales teams.

Responsibilities

  1. Client engagement and understanding of client business
    • Maintains and further establishes strong professional relationships across the client organization, with a particular focus on top strategic clients, proactively but appropriately engages with client teams.
    • Responsible for developing and maintaining deep client knowledge; understanding of their business priorities, organizational culture, product portfolio and pipeline, spend/budget priorities.
    • Manages a systematic client-feedback approach, soliciting information from client teams about experience of working with IQVIA.
    • Go-to person to diffuse tensions and complaints emanating from IQVIA engagements for both IQVIA and Client Teams.
  2. Operations management leads and oversight of IQVIA's commercial portfolio activities for Spanish top strategic client
    • Ownership of Commercial SRM and governance
      • Functional-level reviews; bi-annual strategic business review.
      • Contribute to enterprise level governance.
    • Ownership of Internal and External reporting for governance meetings
      • Oversight of IQVIA's commercial performance and financial metrics; internal financial reporting; external reporting i.e., rebates, accounts receivable etc.
      • Maintains knowledge of recent wins, pipeline, and strategic opportunities.
    • Active management of DSO, oversight of PO/invoicing processes both with IQVIA and the client team.
    • Contact person for client teams for RFIs and other ad hoc requests (business or procurement).
  3. Facilitating IQVIA's commercial success
    • Develops and maintains highly collaborative working relationships with Service Line leads (Consulting, Analytical Services, Information Offerings, GMI, Real World Solutions) and Commercial Technology Sales.
    • Endeavors to increase the probability of commercial success of Sales and BD teams, leveraging their knowledge of client's strategic priorities and current business performance to facilitate and tailor commercial portfolio offers.
    • Plays a leadership and shaping role in account planning for the commercial portfolio, in close collaboration with Service Line Leads.
    • Stays up to date on IQVIA's commercial portfolio offerings and broader developments in IQVIA's overall set of offerings (Connected Intelligence).
    • Actively develops the relationships and connections across the international account community, sharing intelligence, client feedback, best practice, and success stories.
    • In partnership with the Client Services Partner ensures IQVIA sales and BD teams have working understanding of MSAs, commercial terms and IQVIA's vendor status.
  4. Shaping client's perception of IQVIA
    • Identifies opportunities to engage with Client teams to bring relevant marketing and Thought Leadership materials.
    • Manages the annual Strategic Management Review conference.
    • Identifies, or creates opportunities to introduce relevant IQVIANs or teams who are working in areas of high interest for the client, as part of 'peer to peer' engagement (i.e. beyond IQVIA capability presentations, or specific pitches / RFPs).
  5. Bringing innovation to Client
    • Builds on their knowledge of client priorities and in close partnership with Business Partners identifies strategic discussions and major opportunities for IQVIA.
    • Actively engages in the Sales and Account Management community, bringing in relevant ideas and success stories from other major accounts.

Our Ideal Candidate

  • From 6 years of experience years in the pharmaceutical, or related industry, experience to include Sales and /or alternative operational functional (e.g., business development, consulting, strategy…).
  • Excellent inter-personal skills, ability to establish business relationships in the absence of a 'warm introduction', experienced negotiator with good influencing skills.
  • A proven track record of proactivity and opportunity identification that has improved business performance.
  • Interest and expertise in the pharma business model, life-sciences commercial strategy and operations, hands-on experience within a pharma or from relevant consulting role.
  • Experience of success in working in a highly matrixed environment.
  • Excellent customer service skills, listens intently to customer needs and can create connections that shape new opportunities.
  • Confident in contractual and procurement matters.
  • Sound judgment and decision-making skills.
  • Degree in Life Science, Business Management, or related field.

Why Join?

You can drive your career at IQVIA and choose the path that best defines your development and success. With exposure across diverse geographies, capabilities, and vast therapeutic and information and technology areas, you can seek opportunities to change and grow without boundaries.

We know that meaningful results require not only the right approach but also the right people. Regardless of your role, we invite you to reimagine healthcare with us. You will have the opportunity to play an important part in helping our clients drive healthcare forward and ultimately improve human health outcomes.

It's an exciting time to join and reimagine what's possible in healthcare.

Moving healthcare forward. Together.

IQVIA is a strong advocate of diversity and inclusion in the workplace. We believe that a work environment that embraces diversity will give us a competitive advantage in the global marketplace and enhance our success. We believe that an inclusive and respectful workplace culture fosters a sense of belonging among our employees, builds a stronger team, and allows individual employees the opportunity to maximize their personal potential.

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